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Current Articles | RSS Feed Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert. describe the image I am asked quite often about the Challenger Sales model. I’ve written about it twice, something that might lead you to believe I […]
Scenario2 Why is it that sales models are perhaps the most under examined area when it comes to preparing for the future? Why is it that the CEO does not demand the same level of planning rigor in the sales organization as they do in the rest of the […]
Coulda, woulda, shoulda — maybe your partner business plans didn’t pan out in 2013. Well, the year is over, but it’s not too late to think about and plan for 2014. To help you do that, SearchITChannel rounded up input from industry experts on information technology trends that will […]
time space and focus for meaningful work I am fascinated by people who do meaningful work. People who create, share and nurture ideas that move us toward a better future. They somehow operate differently, and I am curious to find out how. Late last year, I decided to start […]
Business growth Jon Reed | On January 3, 2014 New year’s resolutions are made by many, but achieved by few. It took me years to realize I should worry less about charging out of the gate in January, and more about what I could sustain. Enter my completely healthy […]
It is now the season of making 2014 predictions so we’ll join the parade with one general observation about where things are headed in 2014 for Enterprise Social Networks. We believe that although certain organisations will rise to the top and stand out that overall we won’t see any […]
José Urbina López Primary School sits next to a dump just across the US border in Mexico. The school serves residents of Matamoros, a dusty, sunbaked city of 489,000 that is a flash point in the war on drugs. There are regular shoot-outs, and it’s not uncommon for locals […]
Companies around the world are cutting back their financial-incentive programs, but few have used other ways of inspiring talent. We think they should. Numerous studies 1 1. John Gibbons, Employee Engagement: A Review of Current Research and Its Implications , Conference Board, 2006. have concluded that for people with […]
smoking couple People aren’t as rational as we would like to think. From attentional bias — where someone focuses on only one or two of several possible outcomes — to zero-risk bias — where we place too much value on reducing a small risk to zero — the sheer […]
Businesses are becoming increasingly digital and it’s not just a matter of process automation or resource-planning systems. Technology trends such as big data, cloud computing, mobility, and social media are giving rise to new marketing and operational capabilities. Indeed, technology has become too embedded in the fabric of the […]